Unstructured is defining the standard for enterprise data transformation in the age of LLMs and generative AI. In just two years, we've raised over $65M from world-class investors, including Menlo Ventures, Bain Capital, Databricks, NVIDIA, Microsoft, and IBM.

Our open-source toolkit has been downloaded 97M+ times and is used by 90% of the Fortune 1000. We power production AI workflows across commercial and federal sectors — transforming PDFs, HTML, Word docs, images, emails, and more into AI-ready data pipelines that scale.

We're not just building tools; we're building the backbone of generative AI and the infrastructure that unlocks intelligence across industries.

About the Role

We are seeking a Strategic Navy Account Executive to drive revenue growth and adoption of our recently FedRAMP High certified software across the Department of the Navy — Navy and Marine Corps. You will be our dedicated seller in this space, owning a greenfield territory and building pipeline, partnerships, and customer wins from the ground up.

This role requires a hunter mentality, deep Navy procurement fluency, and the ability to position modern AI infrastructure solutions to both technical and mission-focused stakeholders.

What You'll Own & Drive

• Own and execute territory and account plans to hit revenue and pipeline targets across the US Navy and Marine Corps

• Build pipeline from scratch through proactive outbound prospecting across program managers, contracting officers, and senior acquisition stakeholders

• Develop teaming relationships with Navy-focused primes, systems integrators, and ISVs

• Navigate complex, multi-stakeholder DoD sales cycles with a capture mindset

• Partner with solutions engineering and product teams to deliver tailored, compliance-aligned solutions

• Manage pipeline, forecasts, and CRM hygiene with discipline and accuracy

• Represent Unstructured at key Navy and defense industry events including Sea-Air-Space, AFCEA WEST, NDIA, and PAE/PEO industry days

What We're Looking For

• 5+ years selling into DoD / Navy accounts with a proven track record of landing net-new logos

• Full-cycle quota ownership — this is not an overlay or pre-sales role

• Strong understanding of Navy/DoD procurement processes, contract vehicles, and budget cycles

• Familiarity with DoD compliance frameworks: CMMC, RMF/ATO, IL levels, FedRAMP

• Technical conversancy in AI, data pipelines, and cloud infrastructure

• Startup grit — comfortable building territory from scratch with limited support

• Willingness to travel ~25–30% for conferences, customer meetings, and partner events

• US citizenship required

Bonus Points

• Experience selling AI, data infrastructure, or ETL solutions

• Existing relationships with Navy-focused primes, SIs, or channel partners

• Prior military service, DoD civilian experience, or time at a Navy/USMC program office

• Experience with MEDDPICC or similar enterprise sales methodologies

Compensation

On-target earnings (OTE): $290,000 – $430,000, split 50% base / 50% commission at target. Base salary range: $145,000 – $215,000. Eligible for commission and equity.

Why You’ll Love It Here

You’ll be surrounded by smart, kind, low-ego people who genuinely enjoy building together. We invest in our team with company offsites, best-in-tech swag, and the tools you need to do your best work, wherever you’re based.

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